| Responses | Date | Author |
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Hi John, The main area to discover is around KPI's & conversion ratio's to understand how many contacts/leads are required to generate the required number of propositions to close sufficient sales to meet targets. Understanding this can help the team focus on the right type of activity during their working day. Then understanding where they need to build skills to help them convert more leads to propositions or close more sales to make the most out of their opportunities. Hope you find helpful. Crispin, Ignite Business Results |
| 01/06/2015 | Previous |
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Hi John, A 1 day course might be useful..although a 1-1 coaching style session might prove more beneficial. You can hone into the real issues and then work through a practical action plan as you go through things together. Rgds Wayne |
| 01/06/2015 | Wayne |
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Hi John, Although the following is true of many roles, for sales the issue I have found is that the consultant needs to have very clear guidance on what the expected 'activity' level is for them on a daily, weekly, and monthly level. By that I mean, what does the manager/business expect them to be doing from prospecting, making appontments, attending appointments, sending out quotes, dealing with queries etc. Because most field sales roles come with a significant amount of autonomy (assuming this is the area you are looking at), it is easy to waste time doing tasks that are easier, such as paperwork, rather than the more essential appointment making tasks. I have often found the focus is so much on achieving a financial target that the activity that allows that to happen is not clear enough to focus the consultant on spending their time wisely and smartly, rather than the frantic headless chicken approach. So find out if the business sets activity levels for their consultents, and how they have to report this activity. Do they need to provide evidence of this? Also, manging remote workers is not easy, it may be advantageous for any line managers to have some development in that area, as it should highlight the challenges that they face and some ideas on how to support their people. Good luck John |
| 01/06/2015 | John |
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Hi John, I did exactly this with a large sales team in March and the thing you need to know most is what the team managers biggest concerns are so you can address them, as it could be many things and you want to focus on what needs to change e.g. late to appointments, not making time to follow up leads, getting swamped down in emails. You are right that time management is a day in itself so find out the main areas and then build sales examples round the issues. Hope that helps Emma |
| 01/06/2015 | Emma |